Mel and Concetta Bibens‘ new book called The 7-Figure Network teaches you how to network market so that you can possibly earn 7-figures. They focus on getting those high-impact enrollments, those people that have access to hundreds, if not millions of people. Stop pestering those people who don’t want your product. Why would you want to deal with onesies and twosies when you can enroll one doctor with millions of customers? Mel and Concetta created a B2B type of marketing that’s for everyone and easy to use. Join them on the show with John Solleder and discover why it’s important to have systems in place. Find out how they took pharma, a multi-trillion dollar industry’s business model and converted it to network marketing. This is your business and it’s always going to be your business. You make the choices but with the 7-Figure Network, you will have direction and clarity along the way. Discover the process today!
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Mel And Concetta Bibens “7FigureNetwork.com”
It is my privilege to introduce Mel and Concetta Bibens from Florida. They put together some amazing systems that several companies in the industry and lead distributors are instituting. We’ll start. Tell us about the new book.
The new book is called the 7-figure Network. I want to start by saying, we are not forcing you to make seven figures. If you want to make seven figures, it’s fantastic. We would love to support you in that but we’re not trying to force you into that. What we’re trying to teach you is how to get yourself in a network where you can earn seven figures because there are a lot of businesses involved.
Everything we teach revolves around the one-to-many method of getting high-impact enrollments that have a built-in audience of hundreds, if not thousands of customers. Instead of doing one-to-one or the small house parties, you’re enrolling health, wellness and other professionals that have a built-in audience of clients that need your product. That’s the cornerstone of everything we teach.
Let’s talk about that a little bit. This is a B2B type of marketing that a lot of us in the industry love to do and struggle with. Everybody’s got their dentist, chiropractor or massage therapist. You can talk to them but what happens when you go beyond them to the guy or woman that you don’t know that is in any of those fields or other various health professional fields? Talk about that. How have you been able to bridge that gap? You’ve done it very successfully in a very interesting couple of ways so the floor is yours.
In the beginning, it was gathering a lot of information and having the health professionals, gyms, fitness centers and spas dictate to us what was needed for them to be interested in bringing network marketing into their facilities. It was marching the streets, doing the work and understanding what obstacles were going to come in our way so that we would have systems in place for them to be able to feel comfortable and good about taking the clinical ethical approach that’s a professional walk-in into their business and/or practice to be able to help them to see the fit of the network marketing products into the services that they were offering.
It was a lot of legwork in the beginning. It didn’t come easy right out of the gate but the systems were derived from all of that legwork and being able to put it all on an existing platform for everybody to be able to use what we’ve learned over the years. Fine-tune it to a point where not only is it easier for the reps to go out and have those conversations with the professionals and show the vision of how this can fit into their customer or client base but also take it a little bit beyond that where we simplified the process for the rep, being able to set up the practice or the business to be able to market this freely by themselves after the products were placed in the facilities.
Concetta and I are both raised by parents who own businesses. Entrepreneurial blood runs through us. For us, it always came down to this because we were raised this way. You got to have a system if you want to be successful. When we started with the network market, we found out that the system revolved around, friends, families and social media, getting the word out there and hoping they might need your product or opportunity but not know. We feel like that’s where a little bit of discomfort that the trepidation has come into this industry, which slows people down from getting started fast enough and certainly makes them drop off quicker.
We thought back, “What would our parents do?” Our parents would look for a pool of customers who are already buying a product that they needed and paying to be seen by an expert to recommend those products. That’s when we’re thinking, “I’m going to use the doctor’s office because it’s easy.” People pay to see their doctor. They sit in a waiting room for fifteen minutes begging to get their appointment done. They walk in and go, “Please help me. I have this problem.” The doctor does a couple of little things, writes a prescription, sends them down the road and that’s the way it works.
We determined that we were able to make that model work for network marketing. We were able to figure out a way to get network marketers that could enroll those high-impact enrollments being doctors and business owners who had hundreds, if not thousands of built-in clients begging them for a solution. That was the epiphany and when the bell went off. Why would we want to deal with onesie, twosies and meeting people at Starbucks when we can enroll 1 doctor that could have 100 people a day walking through the front door begging for a solution to a problem that your product can fix? That’s the cornerstone of everything we do.
It makes total sense because you’re like, “The mountain going to Muhammed,” which is easier. We’ve been talking for a few years about this conceptually and on my end, it’s like, “It’s a great idea.” Let’s talk about this though. In this economy, whatever we want to call it, the Biden Economy in the United States or the Trudeau Economy in Canada because most of our audience is in either country. Everybody’s like, “That’s it. I’m not reading this anymore. We’re talking about politics.”
We’re not going into politics. Don’t worry but it is what it is. Even for those people in the medical profession, whether they’re massage therapists, chiropractors or MDs, they’re like the rest of us. They’re paying $6 for gasoline here in the US and $8 in Canada. They’re going to the food store and seeing the same thing. My chiropractor sees about 30 patients a week. He hasn’t checked up on what he’s charging us but all of his costs of living have gone up. The timing of this is good coinciding with these economies in both of these countries.
I’d love you guys to talk about this and what have you seen with some of these doctors. Maybe they are losing a few thousand dollars per month in either patient that hasn’t come back after the pandemic or customers who were like, “It has gotten too expensive. I was going to the massage therapist twice a month. Now, I’m going to go once because I don’t have the dope,” as an example. We could use that in any of these fields. How has this helped some of these folks in the health profession to at least stay where they were without having to jack up their rates for the people who are coming on regularly?You need to have a system if you want to be successful. Click To Tweet
Those of us at a certain age know that the world is a sine wave. Everything comes and everything goes, especially in the economy. That was why we started doing the system years ago because that was when the insurance companies started clamping down on doctors. Doctors started making less money at that point.
Even though the economy is in the crapper when we’re all suffering like crazy, they’ve been going through this. Doctors have been making less money for years in a row. When Concetta and I started doing this, we were door-knockers. We’re old school. We were knocking on doors and doing the whole nine yards. We’d walk into a doctor’s office and see bottles on the shelf with dust on them. It’s like, “Somebody was smart or tricky enough to sell the mapping in the first place but didn’t teach them how to make money from it.”
Not only did the doctors spend money but they look bad because they got something sitting on their shelf with dust on it. It aggravated the hell out of us. We’re like, “Somebody did half their job and the end-user is penalized for that. It’s unacceptable.” That was when we figured out, “We need to have a system in place that allows the doctor to be able to monetize this product without taking time out of their day.
If there’s a golden nugget that we’re going to give out throughout this whole thing, it’s figuring out how to take time off of the doctor’s shoulders. Figuring out how to give them their time back, they will never stop being your customer. If you figured out a way to make the money and give them some time back on their schedule, you are going to be their superhero. That’s what systematizing does. What made us think about this in the first place was that doctors were already starting to make less money so we wanted to have a way to monetize them.
Let’s look at it now. We’ve got transitioning professionals, the gig economy, pharma reps who are out of jobs and men who have been in sales for many years that have never looked at network marketing because it didn’t have a system. We think that it is the time for a system like that more than ever before because, with network marketing, it’s 95% women. I’m not saying that it’s bad. I’m saying that it’s not right for the industry.
There are so many talented men out there that should be in this industry but never joined because they didn’t feel like there was a system in place for success. Look at a transitioning professional. These people are used to making $100,000 grand a year. They don’t want to go down to nothing. We want to transition them into a system that allows them to start making good money again without breaking their paradigm of how work is operated.
I remember back years ago when I was still living in New Jersey. I won’t mention the company name because I shy away from talking about companies on here unless it’s in a historical reference. The company it’s still around. It is a multibillion-dollar company and started with a hair loss product here in the US.
There was a guy that I met. He was a friend of a friend. He created a route sales process with hair salons. He would go in and then had 30 or 40 of them around Clifton, New Jersey. This fellow had gone around and had built up to the point where he was servicing them, no different probably than Paul Mitchell or some of the other companies with similar shampoos, rinses and other kinds of hair care products. He had taken that same model and built a business with it. It’s very successful. He was doing very well.
That’s what reminds me of, “You got Dr. Jones on Main Street and Dr. Smith on the next street. You got the chiropractor, massage therapists, Pilates instructor, yoga school or the little local gym,” like you and I grew up in, not necessarily the big guys. They probably can’t do this because they got their branch in 24 hours and such but the little guy has no difference from those doctors. He’s lost the business. His gasoline and grocery bill have been doubled and his kid’s tuition has gone up.
Talk about that because systemization is what’s made businesses this huge. If we look at McDonald’s, they’ve created a system. If we look at Starbucks, they certainly have a system. In network marketing, there hasn’t been a system for this before. This there’s been lip service to it. There have been toes in the water and my own included where I’ve got a lot of medical friends that are involved in my business. There has never been that process of systemization. That’s what you have figured out and what you want to share with the world.
We took a step back and analyzed who is successfully working with these people, which are pharma reps. Network marketing is a multibillion-dollar industry. Pharma is a multitrillion-dollar industry. We looked at their exact model and said, “How are we going to master the professionalism and the science of the pharma rep with the love and the heart of the network marketer?” That’s what this program did.
We took those two models and mesh them together so you know how to walk, talk and present the science. We almost jokingly say this. You should almost fool the receptionist into thinking you’re a pharma rep when you walk in but then you reveal your heart, love and desire to improve not only the patient’s lives but the doctor’s lives. That’s what sets you apart. Everything that we’ve tied into the system is to bring the professionalism of pharma rep but then turn it into the love, understanding and support of network marketing. Mesh those two together and that’s where the glory came in.
What happened, in the beginning, is that we had signed up a lot of doctors quickly. We had the systems all ready. We had put some thought into what the doctors were asking for, what the gyms, spas and all these businesses were looking for and we had not put it on a platform yet. It was all systemized, ready for them to take and run with it.
What happened was we enrolled too many businesses. We weren’t able to keep up with servicing them. I put the brakes on it at that point and said, “Stop. Let’s take care of what we had coming in and systemize this on a platform so that it makes it easy for the reps to go in and talk from the clinical aspect of things.” That’s what medical professionals want. Businesses want a system where they know that they’re not going to be left with these products on the shelf as Mel said.
That was one of the biggest obstacles. When I walked in and I saw dusty bottles on the shelf, I’m like, “This is going to be the thing.” They turn it around and say, “Look, I bought these products and they haven’t gone anywhere.” I can come back and say, “Do they have systems in place?” I would go through and talk about all of the marketing pieces that we include in this for them to be able to get the products out the door.
It was funny because we had to put the brakes on, reanalyzed and put this entire system on a platform to make it easy, not only for the reps but for the facility itself to have a turnkey usable system that trained their entire staff on every aspect. The communication and synergy between everybody are behind those businesses.The world is a sine wave. Everything comes and goes, especially the economy. Click To Tweet
Walk our readers through that process. I’m a distributor with XYZ network marketing company. My chiropractor whom I’ve been going through for a couple of years for my bimonthly adjustment has become a friend. He knows my name and I know his name. I wish him Merry Christmas but you’re not friends with your doctor. In some cases, you are but most of the time, we’re not. It’s a friendly business relationship.
That could be dentists or interchange, whatever you want. I’ve got that guy that I’m working with who is a chiropractor. He happens to be my chiropractor and I’m working with him on our product. What are the professional steps? They’ve got an inventory of some products which takes up some room. This means that there’s something else that needs to be maybe replaced in the office so that the patient comes in and says, “What’s behind the desk there?” There’s that issue.
They’ve got to have a staff that is cognizant of what they’re doing. It’s not like, “That’s the doctor thing. You’ve got to talk to him or her about it only.” That takes the doctor’s time which most of these guys were on short leashes. They got fifteen minutes with you if you’re lucky and they’re onto the next patient. They got to be with insurance to make a living and pay their bills. All those things that go through a distributor like my mind as you read this. How have you figured that out? What are the steps?
We have three professional levels that we bring a facility in on. They can get to choose what they’re looking to create behind the walls with the products being included in their services. Once we define those 3 professional levels to them and they choose 1, we know going in what that doctor is looking for. He has no time. His staff is overworked. He only has four minutes with his patients. There’s a lot of detail that we pull out of that conversation with the doctor during that first visit that will allow us to come back and say, “We had this all in place for you.”
They dictate to us that process depending on what level they want to come in at. As far as products being held or not held in the facility, we don’t even require inventory if it’s one of those doctors that doesn’t want to keep inventory in their facility but we do put a display table and identify protocols that match up to the services that that facility is serving people with it.
What we would do is look at your product line, see the fit into the services for that particular doctor’s office or facilities office and then we don’t start with everything. That’s one big mistake because that gets them all confused. We identify the top 3 to 5 protocols that will fit into that facility and figure out the best process for this particular facility to set them up with.
Your question kicked up a couple of thoughts in my head. I’m going to keep dumping golden secrets on you from the book. First and foremost, you said, “I’ve been going to this chiropractor for a couple of years.” The point is, if you spent a couple of years going to a chiropractor, I guarantee you know the parlance of chiropractic, the ebb and flow of the office, people coming in and you’ve got that chiropractic vibe, that’s the perfect brand of person for you to work with.
We spend a lot of time in this book, teaching you how to drill down to yourself to figure out who this perfect person is. If you’ve been going to the chiropractor for 8 years or 18 years, you are well-equipped to talk to any chiropractor on the planet. That allows you to have this perfect niche that you already know how to talk to beautifully.
Number two is you raised a couple of objections. We have an entire chapter in a book about all the objections we’ve ever seen walking into doctor’s offices. We were door-knocking. If you want to get objections, door-knock on a doctor’s door with a no-soliciting sign on it. You’re going to hear every objection possible but the beautiful thing is once they’re off the table, they fall in love with you because you address them all.
Concetta addressed the fact that we don’t require them to carry inventory. One of the other ninja secrets we got that you’re going to learn in the book is we teach our doctors to “recommend the products” through our recommendation pad. They fill their prescription “in the office.” Even if they’re not carrying inventory, we send that person home with the usage guide.
They’re psychologically already using that product because it explains, “You’re going to take three of these pills a day. You’re going to use this oil at this time. You’re going to do this and that. You’re going to apply this to your kid here.” While they’re waiting for the drop ship to arrive, they’ve already psychologically enveloped themselves into using the product. We always recommend that they do a 90-day protocol because that’s 3 re-bills. Everything we do automatically instills re-bills for the doctor’s office.
That gives the doctor-patient or facility-client that open communication three months down the road because we always have them do a check-in, at that point, to see where they’re at and what else might be needed. Maybe we need to change up the protocol a little bit. There’s always that communication at the end of those 90 days to see how they’re doing and that’s part of the customer service. Keeping them invested and knowledgeable and having that information so that they feel good about maybe even opening up the door to different protocols that they’ve had success with the opening protocol that the doctor recommended.
You have created, if I’m not mistaken, a Conversation Hacker, which is software. Let’s talk about that a little bit. Keep in mind that you’re talking to distributors, not corporate people. How can distributors use these services? They need to know that as well.
We’re launching our 1book but we’re doing a little pre-release of the Conversation Hacker Tool because we’re so excited. We can’t help but get something out there before the book arrives. Conversation Hacker is a piece of software that allows you to analyze a small bit of what your prospective clients’ conversations are, be it in social media, email, tweet or whatever it is. You can analyze a little snippet of their conversations, determine exactly what their personality type is and then it drills down to exactly how to talk to that person.
Everybody in the industry knows green, red and yellow. Whether you’re using DISC or OCEAN, there are several different kinds of companies out there that do this personality thing. We were lucky enough that our tech partner was a lawyer and also trained by the CIA to dictate how people’s words and body language say who they are, how they buy and what their love language is.
We were able to turn this into a piece of software. This is beautiful even if you’re not using it in the B2B network. Even if you’re going to be walking into Starbucks for a meeting with Jane in five minutes, pull out your phone and the Conversation Hacker, find Jane’s Facebook account and one of her posts, plug it into a Conversation Hacker and it will spit out exactly what her personality and love language, how she wants to be sold, how she doesn’t want to be sold and how she’s going to get turned off.If you spent eight years going to a chiropractor, you know the ebb and flow of the office. That's the perfect brand for you to work with. Click To Tweet
This is our way to supercharge your ability to be almost close to people before you talk to them because you know precisely what they want to hear to feel comfortable with the conversation. It does way more than there are one million other things that do beyond that but as far as the rep goes, this is the way to get the reps’ comfort and confidence at 100% because they know precisely before meeting this person.
They might know their name and their look but all they had to do is grab a little snippet of words and they’ll know exactly how to talk to them. Conversation Hacker also does a placement system. We have a way of analyzing their personality to determine where on their team they should be placed so you don’t end up with 2 red stacks or 2 yellow stacks. This is a way to monetize not only your ability to enroll folks but also how to stack them in your team properly.
Where can they get this?
It’s at ConversationHacker.com.
I love the name.
Thank you. It’s a little pre-released gift for everybody. We’ve all seen personality training but it always concentrates on your personality, which is fine. You take your test. You find out who you are and who you should talk to but what if you knew everybody’s personality before you talk to them? What if you knew the exact words that somebody wants to hear before they’re buying or even more so the exact words that turned them off? That’s the power of what this does. It allows you to walk in with 100% confidence into every meeting, knowing you’re not going to step on your tongue and say the wrong thing to somebody.
We used to do this manually a lot with our builders when we were branding them so that we can find that perfect niche based on their strengths, what they were passionate about and all of that. We still do that but they had that additional piece. I feel that confidence comes once you build that up but they have the persona of the person they’re about to go in and talk to. They’re not going to be as nervous.
They know that this is a nurturer or they want to know the basic information or if it’s a blue personality, what we call a peacock personality. They want to be on stage. We don’t want to take them off the stage. There’s a lot of great detail in there so you’ll know their buying habits before you had that conversation with them.
Years ago, I used a lot of videos. I did them corporately for the company I was with. Sometimes you get somebody in front of the camera that was very animated. Mel is not an animated guy. He’s shy and demure. At a cocktail party, you never going to find him in the middle talking to everybody. I’m the same way and that’s why we get along so well. We got very much the same personality.
To that point, I would have people in front camera and sometimes they would clam up. I would say to the person interviewing them if I wasn’t interviewing, “Ask Mary about.” I’ll never forget I had this couple. They were bull embryo breeders up in Northern Alberta. They happened to have been in my network marketing business with me at that time. The woman wasn’t talking. She was normally a very animated gifted speaker.
The camera’s light came on. Remember the old days, it’s not like Zoom. I said to the guy, “Ask her how they produce those bull embryos.” She went through the science of it. All of a sudden, it broke the ice like, “Let’s talk about the multilevel stuff that we wanted to record.” We were reporting that stuff. It was a subject she was comfortable with and animated about. It flowed into the next thing and we got a great snippet.
To that point, that’s what I love about what you are talking about this Conversation Hacker. If I know somebody hates coffee, I’m not going to meet them at Starbucks. “Let’s meet at Whole Foods.” It’s a simple example where I didn’t bring somebody where they didn’t have comfort because I want them to be comfortable. If I want them to do business with me, they got to feel they can trust me.
Not that maybe you are not an alcoholic and I said, “Meet me at the bar for a beer.” The guy shows up and goes, “I shouldn’t be here.” All of those problems, you guys solve that. That’s great. Let’s come back to the B2B though. The software that you have developed, is this only available for the company’s level or distributor level?
This is for reps. We’ve decided that we want to help this industry as much as we can. We’re all old-schoolers. It takes new people and a long time to get started. We want to alleviate that by Conversation Hacker to make them feel more comfortable faster. They can pick a niche to go into so they feel more comfortable getting started. Have all the science available to them right on their iPad or phone so they don’t have to feel like they need to spend months learning the science.
The prior company that we were in had 260 products. Think about how that slows people down. A lot of people feel that way, even non-science geeks. They’re like, “I got to know about this whole product thing.” What if it was all on your phone and you can go, “Here’s all the science and the products. Tell me what’s going on with you. Here’s your ailment. Here’s what the thing recommends?” That’s what the system does for folks to get them started a little faster.
More importantly, the retention rate. In this industry, there’s a 50% first-year attrition rate. That means that half of all people that joined are gone the first year. Our number one goal is to cut that attrition rate down because people feel more comfortable, having better conversations, talking to folks that they feel good about and using the one-to-many models they’re enrolling at the high-impact doctors, gyms or personal trainers to get those tens or hundreds of thousands of customers coming in to get the cashflow going faster. We feel like that’s our best way to cut attrition. Make them more comfortable. Tell them exactly what they can say through technology that allows them to have a lot more customers at a lot faster pace.Seventy percent of families in the more holistic states are looking for holistic options. Click To Tweet
People get stage fright, especially if you’re going in and you’re responsible to train the staff, a doctor’s office or the staff of a spa. That’s where they shut down and don’t know those next steps. This process allows them to take the training that we provided and hand that particular video to the receptionist because she knows exactly what to do, the active advanced trainer that the doctor’s willing to put in charge of the products or the product manager per se. We only talk about the business with the finance person. We don’t do those conversations with everybody.
It helps to eliminate and activate the synergy of the team because they have a team behind the doors of that business. We activate that team, get everybody their parts and then allow them to run with it from there. The win-win when we walked in and said, “We do all of this for you,” the doctor was aback and listen differently because he was not thinking, “I barely have time to get my documentation done at the end of the day.” That’s eliminated. There are a bunch of things that we had programmed in there to make this easy for both the rep going in and for the practice once the product is in.
Let me ask this because this is a natural question that is going to go through the mind of thousands of people reading this and are in all different companies, I don’t cater to my company. I cater to the industry like you are doing when it comes to the show. I’ve got my downline in my business but I never crossed that path. I respect other people’s businesses, which is why the show become successful.
To that point, if I walk into my doctor’s office and he’s selling ABC company’s product but I’m with XYZ company, how do I say to them, “Listen, ABC company’s got great ointments. My company doesn’t sell that. That’s terrific. I’ll even buy some and be a customer. You need to also incorporate my product, which does something specific?” Talk about that a little bit. These are the things that are going into distributors’ heads.
I want to hearken back to what I said about the pharma rep thing. The doctor might have 4 or 5 different heart medications that they prescribe. It’s because 4 or 5 different pharma reps came in with the science to prove that this one specific medicine works for this one specific thing better than anybody else in the industry. We are not reinventing the wheel. We’re taking a multitrillion-dollar industry’s business model and converting it to network marketing.
A perfect example is CBDs do some amazing things but there are a lot of things that it doesn’t do as well. We might have a thing that does the CBD thing too but we might not have a complimentary thing for coughing, sore throat or pick your ailment. That’s where it comes down to asking the doctor the important questions.
This is another platinum nugget that I can’t wait to share with everybody. The two most important questions you can ask during that doctor’s interview are, “What is your most common patient complaint? What is your most challenging patient complaint?” If you hear about those two things, they are telling you, “These are the products I want you to sell me from your line. Please show me the science as to why I should carry them.” It’s almost like they’re speaking the same language but in two different dialects. That’s what they want to see and what pharma reps do. They present the science as to why my thing is an improvement over what’s going on in the industry.
Think about the network marketing industry. We have the positivity of network marketing companies researching products more than anybody else. The network marketing industry revolves around people buying something more than once. If your product is a piece of crap, they’re only going to buy it once. That means that company is going to fail. The companies that don’t have decent re-bills do not exist. We all know that. We’ve seen plenty of them go down the road. The ones that have amazing products last for a long time because people are naturally going to keep buying.
We have to have that in place. Network marketing has amazing products. They’re going to keep that re-buy going but that means they also have the science behind it. Having that science, that’s what the doctors want. They want the availability of science but don’t want to spend the next years learning about it themselves. That’s why our platform is built to present the science and one nice easy place so the doctor can be like, “I’m going to look at this product from this network marketing company. I see it’s got all these clinical studies, tests and university things. I feel much better about presenting it to my clients.”
That’s the first part of it. You were asking, “What if they’re two similar products, how do you win that? How do you get that recognition or acknowledgment?” They also pay attention to how you’re going to show up for them. That’s the piece that the software helps individuals with beyond the sale of the product.
Here’s one of the things I’ve noticed. I’ve got friends that are chiropractors that I used to play jiu-jitsu that is on the other side of town. There was a time when I went back years ago, the chiropractor was on this side of the road. The MD was on this side of the road and the orthopedics was on the side road with the MD because they’re all MDs. They didn’t talk to each other.
All of a sudden, what’s is that a lot of medical professionals, be traditional MDs or more on the holistic side of the chiros, have gotten on the same side of the street. To your point, it’s like, “I can’t take care of everything. An adjustment is not going to take care of this problem that you have. You need to see Dr. So-and-so.” Dr. So-and-so is going to come to my office one day a week where you’ll have availability of him or her at the office.
I’ll give you a perfect example. I’ve had stem cells in my shoulder and hip. I’m about to have them on my back. A chiropractor can’t do it. He can’t give you a stem cell shot. He’s not allowed to. He’s not licensed to do that. My chiropractor, for example, is in partnership with an MD. She’s in offices in three different cities here in Texas. She comes in once a week, you book her in and she does the stem cells as an example.
The wheels are turning and you’re probably thinking, “I’m wondering why my dentist, all of a sudden, has a relationship with an MD or chiro. My chiro’s got a relationship with an MD. My MD has got a relationship with the massage therapist down the hall in the same building who says, ‘This is good but you’re under a lot of stress. You’ve got this or that problem.'”
Talk about that a little bit. Medicine has become a collaboration because we, the patient, have demanded it. The medical community has responded in a very good way in terms of how they’re collaborating but that’s what you guys are doing too. You’re saying, “You’re missing the nutrition or these other elements that your patient is going to go buy somewhere. You might as well get it from Dr. Smith, Dr. Jones, the massage therapist or whomever.”
You made a great point saying years ago because we talked about the insurance shifts. Our age group is the cutoff point. The older doctors who were conditioned to pills and knives because it’s going to be pills and knives and nothing else, I hate to call it this but it’s a dying breed. The reason being is that, A) Insurance has made it so they’re earning less money. They need to have what we call affiliate marketing and joint venture partnerships. When you’ve got a massage therapist that comes into the shop and a doctor that goes to the chiropractor, that’s a joint venture partnership where both of them are benefiting monetarily from that relationship. That had to kick in so much more.A brand is not just a sticker you put on something and call it a brand. A brand starts inside of you. Click To Tweet
Chiropractors are much more specialists. You’re going to see there’s a lot of them that are neuro guys. They might’ve been cracking backs for years. All they think about is the neck up. There are also digestive chiropractors. You’ll see one million chiropractors out there that concentrate on digestion, gut-brain axis and all that stuff. That’s a big move.
The last part of it that’s solidified in our minds is that doctors have TVs too. We’ve all seen drug ads. It’s a drug ad where the first 5 seconds is what the drug does and the rest of the 25 seconds is all the side effects. Halfway through, you forget what the drug does. You just know about the side effects but then the next commercial that comes up is a lawyer with a class action suit against some drug.
Doctors have TVs. They know that there’s a very unhealthy thing going on with the pharmaceutical industry and they don’t want to have their patients look at them like they’re part of this machine. It’s our age group and anybody older than us is conditioned to, “Do what the doctor says. They’re the pro.” Most of the folks younger than us question everything, which is fantastic.
That’s led them down this path. They have to change the way they think of these things and adapt to Eastern medicine and have these joint venture partnerships. It’s been this beautiful change. Every one of these guys or girls has a TV. They see these terrible drug ads and lawsuits going on. They don’t want to be part of that or even related to it.
My medical doctor referred me to my acupuncturist. It’s a perfect example. It was something that I have going on in my body. They said, to your point, Ancient Chinese medicine or Ancient Indian medicine is where acupuncture started. That’s debatable. It’s a 10,000-year-old thing. Both cultures claim it. Whatever it is, I’m a fan of it.
My point is it was my medical doctor who gave me his acupuncturist, which is how I started taking acupuncture. It’s helped or I wouldn’t be spending the money because insurance doesn’t cover a lot of these things that we’re talking about. To that point, we forget sometimes because our parents held the doctor up as God and we don’t.
A doctor is a man or a woman with an opinion. A lot of times, doctors got a medical issue going on that he or she’s got somebody that they go, “Go see my friend so-and-so. They can probably help you out.” It’s an exchange in a good and healthy way versus what used to be a very one-lane highway but let’s come back to this. I want to talk a little bit more about how you can help these people grow their distributorships and respective companies by getting more business with their professional friends, contacts or people in their neighborhood may be that they don’t know.
Let’s talk about that first approach because we hit on the doc that we know. What about the doc that that’s down the street, we pass his office every day, have no idea who he is and we’re not a patient? How do we walk in there and start to build that relationship so we at least can get an audience with him, her, the office manager or somebody that at least can have that influence to say, “Maybe we ought to have a further conversation?”
You are very right. It’s become more of a community that takes care of patients and clients. People are doing referral processes and that’s part of what we call our duplication process. We call it doctors of duplication. Right after 60 days of being in there, training their staff, getting everything flowing in harmony and all of that, we go to the doctor or the facility and say, “Let’s look at what’s surrounding you here in the community. Who would you be able to belly up with and do referral processes back and forth with? Who would you want us to go, cookie-cut this process with and bring the products into their facility? You give the recommendation and testimonials that come back from your clients and patients and then you turn us over to them. We’ll then cookie-cut everything here for you.”
It might be a chiropractor referring as you said. A lot of chiropractors work with CrossFit gyms. It’s when you start to open up that whole cycle of who are your demographics going to outside of your facility already and how can we work together to build optimal health for patients and clients. We get them thinking down the road about who they want to partner up with next.
This is how the doctor builds their network marketing part of their business or the facility. You’re right. The community is referring to a doctor-to-doctor. The other thing that we’re finding is some families are still in the mid-range but 70% of those families are looking for holistic options. This is why I feel doctors and any medical or health treatment facility are on board with the holistic approach because the demand is there. They’re losing them out the door if they don’t provide them with a solution in that capacity.
They are digging deeper to see who they can partner up with, not only for the network marketing business but takes it right for the services they do. Let’s match up and start this referral process back and forth with other medical professionals or facilities, be it a gym and a chiro or a massage therapist and chiro in a gym. “What matches up?” We get them thinking along those lines.
It makes a lot of logical sense too. It’s like when you see a gym. All of a sudden, you’ll see a place that sells protein shakes or a juice bar near there if there’s no one in the gym and then you’ll see all of a sudden, Massage Envy pops up down the street or a similar franchise like that, Hand & Stone, for example. It’s all like, “How come there are altogether?” To your point, that community or us, health-conscious people were going, “The chiropractor is here. I’m going to work out before and get a protein shake there. I’m going to go see the doctor there.” Somebody’s figured it all out.
The franchise locator people figured that out a long time ago. You put things that are synergistic with each other, not competitive in the same area so people have access. They don’t have to drive. Let’s talk about the book. Your book should be out in early July of 2022. How and where do they get it?
7FigureNetwork.com is going to give you access to the book. We go through everything that we’ve talked about. This is like a little drop in the bucket. We want to have action steps in there. It’s a 300-page book, which is a textbook by network marketing standards. It’s a big thick book because it’s all about the action steps and we broke it into thirds.
That’s one thing that I want everybody to understand. Your first third of the book is all between your ears. Let’s get you in the right mindset, who you need to be, what you need to think about, the faith you have in your company and what doctors are perfect for you, then we go into the branding aspect. Something that’s a genius ever since we joined this thing is branding people to what they’ve done their lives before that.If you're thinking about quitting, take a step back and think about the people who have customers and are dying to have your product. Click To Tweet
Not like Coca-Cola manufacturers is a brand but a real brand comes from the inside out. A real brand is not something you put on a sticker and call a brand. A brand starts inside of you. We’re going to determine what’s going on inside of you that’s going to make it the perfect brand. That brand represents who you should be going to, be it a spa, gym, salon, chiropractor, cardiothoracic surgeon or if your kids have broken their arm ten times, it’s an osteopath. Talking to the people that you already speak their language makes this whole thing easier.
The middle third of the book is about the actual transaction going on within the doctor’s office like how to talk to the receptionist. One of our favorite chapters is how to make the receptionist fall in love with you to the point they want to introduce you to the doctor. Getting them to try the product themselves and make the right introduction to the doctor. We then talk about the doctor’s meeting and all the process from getting the enrollment done.
That final third is all about training the staff and giving the doctor all the tools they need for success. We didn’t want you to get to that point where you got the enrollment. You’re popping corks and waving pompoms. Life is amazing. All the good stuff happens after that paperwork goes to the company and the doctor gets that first order. That’s where success comes into play and they’re going to need all their marketing materials and staff training more important than anything else.
If you present your offer to a doctor and don’t have training in place to take the weight off of their shoulders, you’re going to be one of those dusty bottle people. The dusty bottle people are the people who give doctors, “Here’s your product, good luck.” That invents dusty bottles. If you give them a path where the only thing they have to do is write a recommendation and the staff knows how to do everything else, that’s how to make your system work in a professional environment clinically, ethically and professionally.
There’s so much meat on the bone there because I’ve noticed it in most of the practices that I’m in as a patient. Mel knows my sports background. I’ve heard everything on my body. I’ve got teams of people that worked on me, chiropractors, stem cell people and MD. I got them all. Every one of these docs is supported by a team. You’ve got to respect that team. They’re going to do most of the selling because the docs got to be on the next patient. Insurance pays him or her to see X number of patients per day, per week, per month. Otherwise, they can’t make a living and be in business.
Medicine is a business, no matter holistic or traditional. Keep that in mind. Respect those people because that’s probably 9 out of 10 times who you’re going to be interfacing with. You go into the office, whether it’s for the delivery of a new sales aid. There’s one other thing I want to point out and I’d love both of your responses to this. I believe that there are roughly twelve million people in network marketing here in North America, the United States and Canada. Let’s assume that that’s true for a minute.
The majority of those people, as we know, are part-time but how many people would like to be in network marketing that has that background, be it as a pharma rep or some other professional type of selling that they were in? Maybe high ticket. Maybe they sold aircraft or high-level cars. When they look at network marketing, they come to your meeting or my meeting and go circles, bells, whistles and hype.
At the end of the day they go, “It’s not for me.” It’s somebody who’s getting up in their late 50s or 60s, people who may be retired early or a lot of retired military people out there who retired for a variety of reasons. They’re professional, well-spoken and know how to dress properly and speak to people. They’re still young enough and go, “I don’t want to sit around, watch TV all day and go to the BA. I want to do something.” Whatever that profile is, there’s that type of guy or gal out there that will resonate with what Mel and Concetta are talking about that say, “That’s also daytime business.”
Maybe they say, “I want to be out from 10:00 AM until 4:00 PM. After that, I want to go to the gym or go home and watch my favorite TV show. I want to have dinner with my spouse or grandkids. I don’t want to be going to meetings at night and Zoom calls,” and all the other stuff that you and I do in network marketing but they can build a business. What if they got one good contact a week that comes in in any of those practices? Talk about that because to me, this is a whole another paradigm shift of who we can also talk to that can go out and be the boots on the ground on all of these different healthcare professionals.
I love the fact that you used military folks, as an example. Who else in the world runs their entire lives around the system? If you’re in the military, every second of your life is based on a system. That’s perfect. Who would be the more perfect person for a system like this than a military person whose entire life or it could be for 4 years or 20 years, depending on how long they were in for, has been systematized?
If you can’t present them with a perfect system, they are not going to look at you twice there. They’re going to write you right off. The other example you used which is so beautiful is people want to be during business hours. We operate during business hours with this model, pure and simple. We’re not going to doctors’ houses at 9:00 PM or meeting at Starbucks at 8:00 PM. We’re going during business hours.
Everything we’ve done to dictate the system is to bring real business models into network marketing. When I say real business, the real systems allow you to have the success and the backup but then it still allows you to have the heart. That’s one of the reasons why we love this thing so much and why we love sharing our products because we know what helps. You can still be that helpful, beautiful soul that fell in love with network marketing in the first place but you can have systems in place to make it so you know exactly every day who you should be talking to and how you should be talking to them.
If you want to be home with the kids at 5:00, perfect because most doctor’s offices are closed at 5:00. If you’re going to have a gym meeting, you got to have it at 1:00 PM because that’s when nobody’s there. You need to have your meetings when the business is slow and you can have these beautiful long conversations. Concetta and I joke all the time. We tell a doctor we’re coming like, “We only need fifteen minutes of your time.” They’re still asking us questions 45 minutes later if we allowed them that bracket within their day.
If we showed up and they got 5 patients waiting on them, you’re getting 5 minutes. If you hit them at lunch, the receptionist is coming to yell at them. They ended the meeting yet because we use their entire lunch hour. Being strategic is what these potential builders are going to do for you. I’m talking about the gig economy, the Great Resignation and hundreds of millions of people looking for something else to do that have never looked at network marketing before because it was circles, lines and lists of a hundred. Now that there’s a way to make this a real business model, it makes more sense.
Folks, if you haven’t read our show before because we always have new audiences, you’re going to love this. This show is going to attract a lot of new audiences. My book is called Moving Up: 2020. It’s an Amazon bestseller and Leave Nothing to Chance is available in English and Spanish. You can get them on Amazon. Let’s come back to you.
I want to take a little bit of a different approach to that last question. First off, congratulations on those books. I’m interested in myself. Thank you for that. I wanted to tell the moms that may be reading that want to still stay in the mom-to-mom build-out mode, what has happened and what the systems did for them. It has boosted their confidence and conversations. It made a better connection between themselves and the clients that they are interested in serving. It gave them follow-up systems and everything in the way that we’re doing network marketing.
Moms became confident. They would take the system, learn it and go down that path but it’s still mom to mom but then what started happening is they started to get comfortable with that so they felt comfortable walking into a juice bar and putting products in there into a salon, spa or a mini spa, things that are a little bit more holistic approach and maybe not the medical community right out of the gate.
The other thing that I want to address as a career woman, myself, coming into this industry, at month three, I was asked to speak on stage and I remember saying to myself, “I don’t know how to work with a volunteer army of people, stick with my rules and deadlines and have something where I can look to where I know that six months down the road, I’m going to be able to hit my goals and bringing in a system and change that.”
It was like we were all sitting down creating a business plan using the system and identifying where we wanted to be 3, 6, 9 and 12 months from that. We were working more uniform with each other as a team because we had those conversations and allowed them to put a path forward that they felt comfortable with. It doesn’t mean everybody has to ride but once we knew their pace, we were able to build a business around that pace. Whether they wanted to do 2 or 4 hours a week or jump in 10 or 40 hours a week, there is a plan in place for them like the doctors with the different professional levels.
It opened that door for the transitioning women and men that wanted to leave their careers. We didn’t tell them, “Leave your job right away,” but where do we want to go? When do you want to identify the time when you want to leave your job? Let’s make a goal and a plan to get there. That’s how we brought in the more professional arenas. Men were part of that transition because they saw and identified a business plan behind it. That was my problem in the beginning. I was like, “There’s no business plan. I don’t know how I’m going to get from point A to point B.” For any of you that are planners, we do have that in place for you.
I love all of those points and the other point is like the military person, how many of the moms drop the kids off at 8:00 that don’t have to be home until 3:00? They say, “Let me go off in this direction. There are this doctor, juice bar and Pilates club. “Let me hit those three things between 8:00 and 11:00. I still have the afternoon to do what I have to do like a mom time and still be available to pick up the kids for soccer practice.” What Mel and Concetta are creating here are B2B strategies that make so much business sense for so many people, not only the person reselling the product but also the person getting that person to do that.
Don’t lose sight of it. These are two very valuable sides of our business that can grow your network marketing business where you are. What I love about this too is they don’t have to leave their community to do this. You can go on any street. They got 1520 that they might not even realize they’re there. Open your eyes. Ride your bicycle down the street going, “Wait a minute. I didn’t know there was a chiropractor, a massage therapist or an ayurvedic physician.” I’m going to give you the last word.
I want to thank you first off. You’re on the same page as us and that’s what I love. You’ve built your business out with business sense behind it and have your systems in place for your team. That’s a beautiful thing but they are a lot of teams out there that are amorphously placed, where maybe they have that upline that can give them the direction.
In the way the economy is, my heart goes out to so many people. They maybe need to make a car payment and their income is not covering very well. The beauty of this business is you can take the pace as slow as you would want to go to as quickly as you would want to build. You get to dictate a lot of that along the way but you have a little bit more handholding in the processes and identifying those core values that you have.
We build a brand around all of that to get you out there to be able to develop or hit the path of your choice because it is your choice. Remember, this is your business. It’s always going to be your business. You get to make the choices behind the walls. These are those added tools to simplify it and give you direction and clarity along the way. I’ll leave off with that.
Thank you so much. There’s a lot of information here, folks. Read this episode as many times as you need to and take notes.
If you’ve reached the point where you’re thinking about quitting, you’re through your warm leads and you don’t feel like your company’s system is building or the old model that network marketing goes around, if you’re feeling like you’re sitting flat, take a step back and think, “Who have I dealt with in my life that has a base of customers that are dying for my product?” That’s one of the things that Concetta has always had a hard time with within this industry. We love the industry. We’ve been doing it for a long time but the fact that folks realize that once they’re out of their friends and family’s warm market and they don’t know what to do, that’s the exciting moment.
That’s when your moment is to launch your business because you’re going to look in the mirror and determine, “Who do I know that has a bulk or bunch of people that are perfect for my client? That’s why I need to enroll. I need high-impact enrollments that have access to hundreds if not thousands of people who pay and wait in line to get my product. I don’t need to be pestering people that don’t want it or ask one million people that I’m not sure if they want it or not.” There are so many people in the world that go-to professionals for help with a product you have. Take advantage of that because you have to serve those folks. If they are not being served without your product, it’s almost selfish of you not to offer this to the people you know that you can help.
That’s going to start with the medical and health community. These are folks that are trying to move their lives forward and asking for help from a professional. If you help that professional to serve their clients, get their money back in place and make their lives better, you will have a partnership you can’t believe. That’s when reps become friends and partnerships become a lifelong thing when you’re supporting these professionals in their move to feed their kids and make the world a better place.
This has been a pleasure and a lot of information. It’s 7FigureNetwork.com. Make a note of it and get this book because it’s going to help you expand your business. Everything we do on this show is to help you to expand your business. This is a whole different genre that we’re talking about but it’s a very exciting one. It’s one that I get very excited about. Every time I talk to these guys, I get excited because there are so many ideas but this is the path that you can pursue.
If you’re thinking about your recruiting properly, maybe you say, “I don’t want to talk or call on any of those people. That’s not my thing. I like to operate my business a certain way.” Terrific but if you talk to that person, whether it’s the mom, a military person perhaps, early retired that Mel and I were talking about, maybe a coach who quit coaching because of the stress of coaching at a high level and a lot of people but they’re probably not going to do network marketing like you and I want them to. Meet them where they are. That’s what this system is about so they could do what they want to do in their business with their time. Congratulations. I can’t wait to read the book.
I can’t wait to get you a signed copy.
I can’t wait and we’re going to apply a lot of it. I’m working in this area. I’ve got several people in the medical world that I’m working with because of the nature of our product. If you’re one of my distributors, you know what I sell. If you’re not, you probably know what I sell anyway. It’s very technical as a product. Some doctors like that. Some doctors don’t. At the end of the day, all these rules apply because here’s what I do know, any street that I go down in Richardson, Texas where I live, there are 15 or 20 of them that I’ve never met. I don’t know which one’s going to be receptive. Thank you. It’s been a pleasure.
Thank you, John. We appreciate it.
- Mel and Concetta Bibens
- 7-figure Network
- Conversation Hacker
- Moving Up: 2020
- Leave Nothing to Chance
About Melford & Concetta Bibens
Melford & Concetta Bibens have spent over 17 years empowering and teaching Doctors, Mental Health Advocates and Health Professionals how to Accelerate Patient Results, Enhance Office Culture AND Increase Practice Profits.
You can achieve these same results through the use of their proprietary Summit based educational programs and Mental Wellness Products, Step-By-Step Staff Training Platform, Patient Indoctrination Automations and NEW Patient Acquisition System.